Create compensation plans that drive sales and strategic goals. Iconixx supports any combination of pay components, rules, calculations, aggregations, and sequencing with ease.
Guarantee Accurate Commission Payments For Your OrganizationOverview
Crediting and Calculation refers to a series of automatic steps that are initiated by either the user through the calculation page, or as an automatic scheduled process.
Crisp, Meaningful Visualizations for Your Sales, Compensation, and Finance TeamsOverview
Modern operational systems house massive amounts of data, and sales compensation systems are no exception. Decision makers need at-a-glance visibility of meaningful data and trends, enabling them to quickly interpret and act on data.
Optimize Sales Strategies, Reduce Risk with Robust Plan Modeling and ForecastingOverview
Simply design and review plans before releasing. Create plans in your modeling environment to achieve confidence in the actual outcomes. Accurately forecast payout amounts to enable better budgeting.
Iconixx Manages Your Company's Workflow from Assignment to Review and ApprovalOverview
Why Automate Your Workflow Process? Salary and compensation processes extend beyond one department.
Governance and ReportingOverview
Apply standard templates, create ad hoc reports, or use a vast array of analytic tools within your solution to drill deep into sales data. Access data like never before.
Iconixx for Quota ManagementOverview
Iconixx enables companies to simplify quota planning processes with our sales performance management software. Quickly and easily use valuable insights to create accurate and attainable sales quotas that align with your business goals.
Automate, Simplify, and Streamline Incentive Compensation Plans for Peak PerformanceOverview
Iconixx makes it easy to efficiently and clearly create and manage even the most complex structures for discretionary pool bonuses, management-by-objective (MBO) rewards, and noncash payouts and promotions.
Automated Merit and Salary Management That Makes It Easy to Get It RightOverview
Iconixx compensation planning software makes it easy to design, create, and manage customized salary and merit compensation plans that fit your business needs.
Sales Compensation Software by IconixxOverview
An Easier, Safer Path for Sales Performance ManagementOverview
Sales Performance Management for Your Industry. Yes, Yours.Overview
- Knowledge Center
- View Demo
A guide to promoting your sales reps: Part 2
By Sathee Brent,
Salespeople who demonstrate strong skills, achieve quotas and meet the needs of their current position may be the perfect candidate for a promotion. However, it is important that a business also discusses this option with an eligible sales rep and together they decide whether a promotion is best for everyone involved.
Know whether you can lose him or her as a sales rep
Sales Readiness Group noted a business should contemplate whether it can afford to lose the sales the candidate brings in regularly. Identifying how much more he or she is producing than the average sales rep and knowing how you can replace the loss of sales revenue is an important consideration.
Additionally, a business should consider the time it will take to ramp up other sales reps to compensate for the loss of a successful sales employee and the training process for the new management position. The expenses associated with promoting an individual to a new position should not be disregarded by an organization. This is a critical component to making the best decision regarding the promotion of a sales rep to a management position. Tracking the performance of employees can help an operation know what changes should be made if an individual is promoted.
Sales incentive compensation management software can help an operation track the performance of various employees. This can be especially helpful when deciding whether a business can afford to promote a sales rep.
While knowing the performance of the candidate as a salesperson, it is also important to consider the contributions he or she could make in a management position. This should be factored in when deciding whether a business can afford this transition.
Discuss options with the candidate and know his or her opinion
Offering upward mobility in the company is a great way to encourage sales reps. An operation should communicate the opportunities available to become involved in sales management. Additionally, letting the team know all considerations a business must make before promoting a candidate is very important. Each employee should know the skills required, what determines an eligible individual and how an operation determines the affordability of a promotion.
If a candidate has been selected and all criteria is met, it is crucial for a business to discuss a promotion with the sales rep and know whether he or she is interested in a new position. If he or she wants to move into management, that is wonderful. However, some individuals may prefer working more closely with sales directly. Having this discussion helps ensure a business makes the best decision for not only the operation, but more importantly the employees who promote the success of the company.
Additionally, speaking with a candidate can bring to light other concerns. Inc. magazine noted turrning selling instincts into a teachable topic is a necessary component to a successful sales management team. Someone a business believes is an ideal match may indicate they do not feel confident translating their skills to the position.
A business must also know what a candidate needs to successfully fulfill the job description if he or she decides to take the new job. Assisting with the transition to the new position is crucial for success in all parties. Asking a candidate what resources or assistance is necessary is a good start to ensuring the conversion to a sales management position goes as smoothly as possible.
A successful salesperson may be a great addition to your sales management team. Knowing how to identify a qualified candidate and how to assist with the transistion can help a business improve drastically.